1. Focused effort up front to unravel the red tape and figure out the game
2. Willing to make investment (time, resources) to penetrate the market
3. Once inside, your business can grow at warp speed

2)    Getting started-administrative steps

1. Obtain a Dun & Bradstreet # (DUNS) www.dnb.com
2. Register at the Central Contractor Registration (CCR)  www.ccr.gov

Figure out NAICS codes at http://www.sba.gov/contractingopportunities/officials/size/table/index.html

1. Register at the Department of Veterans affairs if applicable www.vetbiz.gov/vip/vip.htm
2. Register with the Small Business Administration (SBA) www.sba.gov
3. Register at the Online Representations and Certifications Application (ORCA) https://orca.bpn.gov
4. If inclined, visit local SBA and Procurement Technical Assistance Center (PTAC)
5. Go to our web site, Resources, for the above links and more http://www.courtneysolutions.com/resources.html

3)    Sign up to receive emails about federal opportunities at the Central Federal Business Opportunities site www.fedbizopps.gov

4)    Implement an aggressive federal sales program, augment/create a business plan and simultaneously work towards obtaining a General Services Administration (GSA) Schedule contract

1. A Scheduled contract is the only practical way a small business can realistically compete in the marketplace
2. Minimizes federal buyer’s risk and obtain what they want quickly
3. Significantly less competition
4. Really, just gives you the ‘right’ to sell
5. Difficult to get, laden with ‘government speak’, complex paperwork and negotiations, takes on average 80 hours
6. Can be extremely profitable and a main source of revenue

5)    Sell in your own backyard

1. USA.gov
2. Federal telephone directories/Federal Citizen Information Center
3. Local blue pages
4. Military.com installation guides
5. Federal funded research and development centers
6. Department of Veterans Affairs facilities locator and directory
7. Federal Spending.org contracts database Fedspending.org/fpds
8. Go to trade shows, events, meet people, network

6)    Get familiar with regulation

1. Federal Acquisition Regulation (FAR) www.arnet.gov/far/